Cases
Headline
Design Commercial Strategy
Bild
Challenge
Declining market shares and a less agile team.
Ansatz
Realignment of commercial activities: Design customer value model incl. value preposition, alignment of sales force strategy, segmentation & targeting, coverage & frequency model and push portfolio design.
Ergebnis
New model leads to first significant contracts with customers, strong basis for continuation.
Headline
CRM design and implementation
Bild
Challenge
Little CRM experience on the customer side
Ansatz
Europe-wide CRM implementation: Global pharmaceutical company replaces existing CRM with Veeva Lead Market / Kernel approach. Design of templates according to market models and local adaptation.
Ergebnis
Successful launch of CRM in due time and quality
Headline
Generics pharmacy markets, innovative approachChallenge
Bild
Challenge
Find an approach for significant market share increase with low effort and high acceptance in the sales force.
Ansatz
Generics, pharmacy markets in EU and South Africa - Sales Approach Innovation. Significant volume growth achieved through a new sales strategy aimed at maximizing share-of-wallet at the pharmacy level or buying group level. Development and implementation of a strategy to grow from e.g. 10% share to 70%.
Ergebnis
Strategy and implementation led to massive volume increases and sustained acceptance among customers, management and sales reps.
Headline
CRM design and implementation
Bild
Challenge
Optimization of the CRM system to create transparency and increase sales performance.
Ansatz
Classical specification sheet created. The approach was "backwards", starting with reporting and the key views that all stakeholders need to have in order to bring "insights" and "action" to the forefront.
Ergebnis
SAP CRM implementation, which was very well received by sales force and management, reporting set new standards.